Culture Heroes: How Shawn Webb Brings the Human Touch to Revenue Operations

When the marketing team needed help analyzing campaign metrics, Shawn Webb was there. When salespeople required new tools in their CRM, Shawn made it happen. And when colleagues across EDO's remote offices needed someone to make their day a little brighter with authentic connection, Shawn answered the call. 

As Director of Revenue Operations & Sales Development, Shawn keeps EDO's sales engine running smoothly — but his impact extends far beyond his official role. In Q4 2024, Shawn was selected as one of EDO’s two culture heroes, an award given to team members who personify our core values.

Nominated for embodying EDO’s "We Are Partners" value, Shawn has earned a reputation as a go-to problem solver who brings a distinctly human touch to the technical side of sales operations. Whether he's training new team members, optimizing commission structures, or finding creative solutions to cross-departmental challenges, he approaches each interaction with genuine care and a "let's get it done" attitude that inspires others. 

Here, Shawn shares his philosophy on partnership, what motivates his people-first approach to operations, and how he helps bridge the virtual gap between EDO's distributed teams.

EDO: How do you describe what you do to your family?

Shawn Webb: I tell them I'm in sales operations at a tech startup, but I've learned to tailor the explanation based on who's asking. For most people, I say I make all the behind-the-scenes things work for sales. For others, like my grandmother, I keep it simple: I handle commissions, contracts, and help train salespeople.

EDO: What does "We Are Partners" mean to you, and how do you try to manifest that value day-to-day?

SW: To me, it's about being one team. We're all here to make the company successful, and while we each have our own pieces of that, we also overlap with one another. I think partnership really comes down to helping people understand how their work affects the company and showing them that every step they take moves us forward toward our goal.

When you can help people feel that connection — that I need your help to be successful, and you need mine — people buy in more. At the end of the day, we're just people getting paid to help each other. That's how I look at it.

EDO: How do you create an environment where everyone feels valued and supported?

SW: I think back to all the really great leaders I've had and try to recreate what they gave me. It boils down to treating everyone like a human being — you never know what someone's going through. This could be the worst day of someone's life, and you'd never know it.

There are so many tiny things you can do to build people up personally and professionally. It could be as simple as saying thank you, making sure their work gets recognized by the right people, or finding ways to help them grow even 1% by challenging them. I know it sounds generic, but it's really about treating people like people.

This is especially important in our remote environment. When we're on video calls, some of that personal touch can disappear. But whether Victoria's in Texas, Aaron's in New York, or I'm in Arkansas, we need to make it feel like we're all just in the office together.

EDO: What do you like best about working at EDO?

SW: I truly enjoy where we are as a company. We still have that startup mentality where nobody ever says "that's not my job." Everybody has a get-it-done mentality that makes every day, no matter the challenge, feel manageable because I know we've got a great team. If we need to get something done, we're going to get it done.